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To Improve Lead Conversion You Need 2 Speeds
by Tony Vidler          Every lead is gold, and ideally every lead would result in conversion to a client.  The conversion rate really is often the difference between getting a good return on your prospecting and marketing efforts, or perhaps getting no return at all.   The short cut to better conversion is often […]
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whats in it for me
Client Engagement: The WIIFM Question Is Really 3 Questions
by Tony Vidler        WIIFM. What’s In It For Me? No sale is ever made, no client ever signs on, until you’ve clearly addressed the WIIFM question as it is THE dominant question running through every prospects mind.   Most of us know this….and despite knowing it, most people in professional services struggle to address […]
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Financial advisor sales activity
Slow down and get better results
by Tony Vidler        To get better results one usually has to change something, and sometimes it strangely enough better results can be achieved from doing something which seems counter-intuitive:  Slowing Down.   Anyone who has played a lot of sport knows that when things get disjointed and are not quite working seamlessly, the trick is […]
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A financial advisers best weapon: The Meeting Agenda
by Tony Vidler        One of the most powerful weapons in an advisers armory is the Client Meeting Agenda. Yet, so few use them regularly…. The client meeting agenda sets up the entire professional relationship – not just the next hour or so that you happen to be with a client. In addition; It minimises […]
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Understanding why people buy…anything.
by Tony Vidler        When it comes to advising clients to change course or do something new we should remember the reasons why people buy anything, including “advice”.  If we want our advice to be effective (and lead the client to do something better than they are currently doing) then it is best to make […]
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insurance-cover-amount
How to get Clients to agree to the right cover level
by Tony Vidler        It can be challenging getting clients to agree to what we know is the right cover level for their insurance needs.  Whatever numbers we come up with analytically and logically are greeted with disbelief more often than not.   Considering that most clients see most insurance most of the time as […]
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insurance-loading
How To Present Adverse Insurance Decisions
by Tony Vidler        That sinking feeling you get when an insurer comes back with terms and you have to present an adverse insurance decision…basically telling the client that actually, they are a higher risk of something bad happening….it is an unpleasant and stressful time for a financial adviser. Not great for the client usually […]
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Get enthusiastic if you want clients to engage you
by Tony Vidler        Here’s a simple thing to do if you want to have more clients engage you:  Get enthusiastic about it.   Professional advisers have become dreadfully serious people with the  focus on process and technical knowledge.  Not surprisingly the work for many has become more of a drag and the whole process […]
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poor-prospect
7 Warning Signs That The Prospect Is Wrong For You
by Tony Vidler        No matter how hard you try to get it right, sometimes the prospect is wrong for you.  You are wasting your time and would be best to just cut your losses and move on quickly.  They are not a right fit for you, or you are not a right fit for […]
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sales-words
The Words We Use Can Break Or Make The Sale
by Tony Vidler        We can break a probable sale or make the sale in an instant. It can turn on a phrase or sometimes even a single word. The words we use matter. When it comes to the words we use in conversation we all have our own idiosyncracies and quirks of speech, and […]
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